Asset Management Sales Effectiveness
The importance of developing and maintaining an effective "sales culture" is a key business goal of all asset management houses. This survey has been designed with leading sales professionals in major firms.
It focuses on 6 key areas that determine a successful sales culture:
- People
- Remuneration
- Distribution
- Products
- Sales process and data
- Significant events
More and more asset management firms are amending their sales remuneration practices as pure revenue-based plans have been proved to be ineffective.
The right sales remuneration approach is key to determining your asset gathering and retention capabilities. This survey allows you to monitor trends and best practice in this vital area and allows you to answer the following key questions:
- How can we best structure of our sales team for optimum success?
- Do we have sufficient data to monitor sales and product profitability?
- Do commission plans vary between institutional, retail business and across countries?
- Do firms operate discretionary bonus plans for sales people even if they have a commission plan?
- What is the most popular bonus plan design factor?
- How many firms allow the Head of Sales to override the plan for good corporate behaviour?
- How do commission percentages vary by product?
Be part of this survey
To participate in this survey, contact Richard Parkhouse on +44 (0)20 7464 4280, or by e-mail at richard@prpiconsulting.com.
1 Royal Exchange Ave
London EC3V 3LT
+44 (0)20 7464 4280
info@prpiconsulting.com